--- title: "Episode #13: The Mindset Shift That Has Average Salespeople Crushing Their Inbound Sales Goals" description: Learn the one mindset shift that will turn old-school salespeople into inbound sales rainmakers! image: https://blog.pipelineops.com/hubfs/How-to-Close-More-Inbound-Leads.jpg --- 602-536-5560 [hello@pipelineops.com](mailto:hello@pipelineops.com) [![Pipeline Ops](https://blog.pipelineops.com/hubfs/Pipelineops_November2019/Images/Pipeline_Ops_logo_hubspot-sales-crm-consulting.png) ](https://pipelineops.com/) # Revenue Ops & Automation Blog ## Episode #13: The Mindset Shift That Has Average Salespeople Crushing Their Inbound Sales Goals Posted by [Josh Paul](https://blog.pipelineops.com/author/josh-paul) on Oct 13, 2017 4:04:42 AM ![Josh Paul](https://app.hubspot.com/settings/avatar/0e6086b699e99d17d4a87634f064a41b) - [Tweet](https://twitter.com/share) ## Why a Killer Instinct Loses Inbound Deals for Salespeople My dog knows that he shouldn’t prop himself up on the coffee table and steal my two-year-old’s lunch when he walks away. As much as it frustrates me, I know it is only natural for him to snatch a sandwich that is right in front of him. I also know it's only natural for salespeople to want all leads – inbound and outbound, top of the funnel and bottom of the funnel – to close as quickly as possible. ## Listen to the Full Podcast Episode in [iTunes](https://itunes.apple.com/us/podcast/small-marketing-teams/id1175122446) or Below Most organizations feed their salespeople bottom of the funnel leads that are asking for a product demo or sales call. They are accustomed to “taking orders” from leads to get the sale. It goes something like this: 1. The lead asks for more information about a product or service. 2. I call the lead. 3. The lead tells me what product they are interested in. 4. I show them the product and the price. 5. If it fits, we have a deal. This pattern is why sales teams often get a rude awakening when they are asked to start working inbound leads. ## Can You Survive Without Inbound Leads? Some of you may be thinking, “But, why can’t life go on like it is? I like the ease of order taking.” While this model results in sales, it also means that your company is leaving money on the table if that is their sole sales approach. Sales-ready, bottom of the funnels leads make up only a small percentage of people researching your type of product or service with the intent to make a purchase. [Inbound leads significantly expand the pool](https://blog.pipelineops.com/podcast/episode-5-how-to-convert-leads-into-paying-customers) of hand-raisers that your salespeople can start building relationships with. However, your sales team will kill the deal if they approach inbound leads with a traditional bottom of the funnel mentality. Prospective customers will go dark on you if you push for a demo or contract before they are ready. Unfortunately, companies that are adding inbound leads to the mix don’t often arm their traditional salespeople with the tools, mindset, and processes to close inbound leads. This leads to frustration (or worst) on all sides – executives, sales, marketing, etc. ## How to Close More Inbound Leads In this episode of the Pipeline Ops podcast, I teach you the one mindset shift that will turn old-school salespeople into inbound sales rainmakers. [![New call-to-action](https://no-cache.hubspot.com/cta/default/3861269/6cdce752-8ca1-44cd-88b9-a45cfc6c78d6.png)](https://cta-redirect.hubspot.com/cta/redirect/3861269/6cdce752-8ca1-44cd-88b9-a45cfc6c78d6) Topics: [Podcast](https://blog.pipelineops.com/tag/podcast), [Sales](https://blog.pipelineops.com/tag/sales) ### Recent Posts ### Posts by Tag - [Sales (34)](https://blog.pipelineops.com/tag/sales) - [HubSpot (29)](https://blog.pipelineops.com/tag/hubspot) - [Modern Sales Management Podcast (25)](https://blog.pipelineops.com/tag/modern-sales-management-podcast) - [Podcast (23)](https://blog.pipelineops.com/tag/podcast) - [CRM (20)](https://blog.pipelineops.com/tag/crm) - [Lead Management (16)](https://blog.pipelineops.com/tag/lead-management) - [Sales Process (16)](https://blog.pipelineops.com/tag/sales-process) - [Sales Efficiency (14)](https://blog.pipelineops.com/tag/sales-efficiency) - [Company News (10)](https://blog.pipelineops.com/tag/company-news) - [B2B Marketing (8)](https://blog.pipelineops.com/tag/b2b-marketing) - [Productivity (8)](https://blog.pipelineops.com/tag/productivity) - [Sales Automation (8)](https://blog.pipelineops.com/tag/sales-automation) - [CRM Adoption (7)](https://blog.pipelineops.com/tag/crm-adoption) - [Inbound Marketing (7)](https://blog.pipelineops.com/tag/inbound-marketing) - [Revenue Operations (7)](https://blog.pipelineops.com/tag/revenue-operations) - [Content Marketing (6)](https://blog.pipelineops.com/tag/content-marketing) - [Sales and Marketing Alignment (5)](https://blog.pipelineops.com/tag/sales-and-marketing-alignment) - [Customer Experience (4)](https://blog.pipelineops.com/tag/customer-experience) - [Email Marketing (3)](https://blog.pipelineops.com/tag/email-marketing) - [Lead Nurturing (3)](https://blog.pipelineops.com/tag/lead-nurturing) - [Marketing Automation (3)](https://blog.pipelineops.com/tag/marketing-automation) - [Sales Messaging (3)](https://blog.pipelineops.com/tag/sales-messaging) - [Campaign Planning (2)](https://blog.pipelineops.com/tag/campaign-planning) - [Enterprise Sales (2)](https://blog.pipelineops.com/tag/enterprise-sales) - [HubSpot Reporting and Analytics (2)](https://blog.pipelineops.com/tag/hubspot-reporting-and-analytics) - [Search Engine Optimization (SEO) (2)](https://blog.pipelineops.com/tag/search-engine-optimization-seo) - [Social Media (2)](https://blog.pipelineops.com/tag/social-media) - [sales content (2)](https://blog.pipelineops.com/tag/sales-content) - [Account-Based Marketing (1)](https://blog.pipelineops.com/tag/account-based-marketing) - [Career Advice For Marketers (1)](https://blog.pipelineops.com/tag/career-advice-for-marketers) - [HubSpot User Group (1)](https://blog.pipelineops.com/tag/hubspot-user-group) - [Marketing And Sales Budgets (1)](https://blog.pipelineops.com/tag/marketing-and-sales-budgets) [See all](https://blog.pipelineops.com/podcast/episode-13-the-mindset-shift-that-has-average-salespeople-crushing-their-inbound-sales-goals#) #### About Pipeline Ops Pipeline Ops is HubSpot's premier sales enablement and marketing automation partner. We serve people who are generating leads today or have target accounts, but too few of those leads are converting into revenue. #### How We Help [HubSpot CRM & Sales Hub Implementation](https://pipelineops.com/hubspot-sales-crm-implementation/) [HubSpot RevOps Consulting](https://pipelineops.com/hubspot-crm-sales-consulting/) [HubSpot Training](https://pipelineops.com/hubspot-training-and-workshops/) [HubSpot Automation Solutions](https://pipelineops.com/hubspot-sales-marketing-automation-services/) #### HubSpot Solutions [HubSpot Custom Chat Bot](https://pipelineops.com/solution-hubspot-chatbot-setup-custom-chatbot-consultants/) [HubSpot Custom Reporting & Dashboards](https://pipelineops.com/hubspot-reporting-custom-dashboards/) [Lead Nurturing Automation](https://pipelineops.com/hubspot-lead-nurturing-automation/) [Lead Routing Automation](https://pipelineops.com/hubspot-lead-routing-automation/) [Automated Lead Qualification](https://pipelineops.com/hubspot-lead-qualification-automation/) [Automated Webinar Funnels](https://pipelineops.com/hubspot-auto-webinar-funnel-automation/) [Customer Advocacy/Escalation Engine](https://pipelineops.com/hubspot-customer-service-automation/) [Automated Accountability](https://pipelineops.com/hubspot-sales-team-automation/) [Lead Scoring Engine](https://pipelineops.com/hubspot-lead-scoring-automation/) #### Pipeline Ops Gilbert, Arizona (602) 536-5560 hello@pipelineops.com ![Academy_Badge_certifiedpartner-left-aligned-stacked-light-300x115](https://blog.pipelineops.com/hs-fs/hubfs/Pipelineops_November2019/Images/Academy_Badge_certifiedpartner-left-aligned-stacked-light-300x115.png?width=300&height=115&name=Academy_Badge_certifiedpartner-left-aligned-stacked-light-300x115.png "Academy_Badge_certifiedpartner-left-aligned-stacked-light-300x115") © 2022 Pipeline Ops (formerly Small Marketing Teams, LLC) | [Privacy Policy](https://pipelineops.com/privacy-policy/) ```json { "@context" : "http://schema.org", "@type" : "BlogPosting", "author" : { "@type" : "Person", "name" : "Josh Paul" }, "dateModified" : "September 25, 2020, 10:21:51 PM", "datePublished" : "2017-10-13 08:04:42", "description" : "Learn the one mindset shift that will turn old-school salespeople into inbound sales rainmakers! 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